[Hiring] Mid-Market Account Executive @Motorola Solutions

Role Description

We are seeking a Mid-Market Account Executive to join our Resiliency and Security team. Reporting to the Regional Sales Manager, you will be responsible for hunting and closing new business within mid-sized organizations.

This is a pure New Logo acquisition role. You will report to the ASM who acts as a coach and utilizes MEDDPICC as a roadmap for deal control rather than a reporting burden. You will be responsible for penetrating mid-market hospital systems and the mid-market utility verticals, disrupting the status quo, and evangelizing the transition from archaic, manual processes to a unified digital safety ecosystem.

Key Responsibilities:

• Execute a high-velocity territory plan to build and maintain a consistent pipeline from scratch.
• Identify and test prospective Champions to ensure they possess the influence and access to the Economic Buyer required to move a deal forward.
• Maintain a 3x to 4x pipeline through a high volume of top-of-funnel activity, including strategic outreach and territory business reviews.
• Maintain radical accountability over your sales funnel, providing accurate monthly, quarterly, and annual revenue forecasts through proactive ownership and total deal control.
• Conduct targeted discovery to efficiently uncover and quantify the business impact of the 'Cost of Inaction' associated with a current manual or legacy workflows.

Preferred Attributes:

• Proven track record of managing and closing 5-figure and low 6-figure ARR deals.
• Expert-level mastery of the MEDDPICC qualification framework to strictly qualify and close 6 to 12-month sales cycles.
• Skilled at converting technical pain into quantified business value for the Economic Buyer.
• Exceptional executive presence to effectively engage with key hospital department heads and administrators.
• High level of coach-ability with the courage to seek feedback and the adaptability to implement it instantly.
• A high-ownership mindset that thrives on the challenge of cold-starting a territory by unseating entrenched competitors or overcoming the inertia of legacy workflows and manual processes.

The First 90 Days: Path to Elite Performance

• Days 1–30: Master the SaaS suite, achieve MEDDPICC internal certification, and build a list of 50+ regional healthcare and utility prospects in your territory.
• Days 31–60: Initiate strategic outbound to Economic Buyers and lead discovery calls focused on illuminating the hidden risks of current manual hospital workflows.
• Days 61–90: Build a 3x-4x qualified pipeline and gain verbal validation of business pain from at least two regional health systems or utility organizations.

Qualifications

• Bachelor's Degree with 4+ years of sales experience OR 6+ years of sales experience.

Requirements

• Must be able to travel greater than 60% of the time.
• Candidates can live anywhere in the United States.

Benefits

• Incentive Bonus Plans
• Medical, Dental, Vision benefits
• 401K with Company Match
• 10 Paid Holidays
• Generous Paid Time Off Packages
• Employee Stock Purchase Plan
• Paid Parental & Family Leave
• and more!